Why is the sales cycle called, well, a cycle? Yet, it’s anything, but? A cycle implies a circle. Incredibly smooth and perfectly round. But, in practice, there’s nothing smooth nor round about the sales cycle is there? The movement from point A to Z and back to A is so erratic it surely cannot be
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Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from their respective well known employers. One sold and leased cars. Let’s call him Juma. Juma, bagged
RE: Salesperson wanting to be sales manager Dear Salesman, So you want that sales manager’s job because, “He doesn’t have to sell”, or, because, “He earns a much bigger salary”; well, read this. Sales management calls for different qualities from selling. Take resilience and selflessness. Salesperson why do you want to become a sales manager?
It is ok to send your buyer to the competition. “But I could lose them for life. In fact, there was this one I referred to a competing bank because it had the service he wanted. He was so happy that to this day he still calls me for coffee. But that’s all I get.
“I’ve just had an accident, and…,” the client nonchalantly starts to explain to his insurance company. Suddenly, he is interrupted with a sincere and heartfelt, “Are you OK?” by the representative who answered the call. The client’s eyes light up; a smile cracks his hitherto sullen face; his face brightens and suddenly there’s warmth in
When a product is launched, it must still be sold. Salespeople that look to the launch as a salesperson are quickly disappointed by the dismal results they get. Product launches are a marketing, not sales tool. Yes there’s a yawning difference between marketing and sales. Marketing, usually remotely, creates awareness to attract; selling personally engages
A good sales person will answer a question with a question. For example, completely out of the blue, the buyer says, “Can you give us a discount?” The seasoned seller curiously but firmly asks, “Why?” Here’s another non-sales example: “Should we hold the Parents Day in the afternoon or morning?” the principal asks the School’s
Have you googled yourself lately? What activity did you find? Would it affect how a buyer thinks of you? If you have never searched yourself online, please do so now. As we’ve shared here before, if the buyer doesn’t buy you, they won’t the product you are selling. This is why you should google yourself
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“Which theme do you want for your new website?” the techie asks his client. He responds: “Why do you ask?” The techie says: “Well besides personal preference, themes can also determine attraction to a site. For example, here let me show you…” After the demonstration the client’s eyes light up with revelation. “Ahh, I see…”
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If you are slowing down or stagnated in your sales, you likely don’t have goals. Yes, yes, I know. You’ve heard about the importance of goal setting a million times before. But are you doing it? That you are hearing it for the nth time does not make it tired, it makes it true. If
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